Director, Product & Solutions Marketing

About the role

The Director of Product & Solutions Marketing at Merlin Group is responsible for defining and executing the technical go-to-market strategy for Merlin’s cybersecurity solution offerings. This role sits at the intersection of Sales, Marketing, Labs, and ISV Partners, translating a complex, ISV-driven solutions portfolio into clear customer value propositions, differentiated positioning, and sales enablement that resonates with federal, SLED, and critical infrastructure buyers.

Primary Duties & Responsibilities

• Develop and execute comprehensive product and solutions marketing strategies aligned with company growth objectives.
• Own product positioning, messaging, value propositions, and differentiation across target markets and buyer personas.
• Partner with Merlin Labs and Merlin’s ISV Partners to understand product roadmap decisions based on market insights, customer feedback, and competitive intelligence.
• Drive solution lifecycle marketing from launch through adoption, growth, and market expansion aligned to Merlin’s technical practice areas (e.g., cloud security, identity, SecOps, data resilience).
• Lead cross-functional go-to-market planning and execution for solution launches and campaigns across Merlin Labs, Merlin Validated Solutions, and our ISV Partners.
• Develop launch frameworks, campaigns, readiness plans, and success metrics. Coordinate messaging and marketing activities across Sales, Marketing, Labs, and ISV Partner teams to ensure successful market adoption.
• Measure and optimize launch performance and market impact.
• Solutions Marketing: Work hand in hand with Merlin Labs and our technical practice areas to create customer-centric solution narratives, messaging, and positioning that address industry-specific challenges and business outcomes. Develop solutions materials, including assets and collateral, aligned to each of Merlin’s ISV partner technologies. Own messaging and content for solutions web pages, landing pages, and ISV.
• Pack ISV solutions and Merlin Validated Solutions technologies into compelling market solutions tailored to federal agency segments, SLED, and critical infrastructure use cases. Develop thought leadership that positions Merlin as a cybersecurity ecosystem leader across federal mandates such as FedRAMP, CMMC, Zero Trust, etc).
• Support strategic account initiatives and market expansion efforts.
• Sales Enablement: Build and maintain sales enablement programs that improve sales effectiveness and accelerate pipeline growth. Develop and lead adoption of sales tools, battlecards, presentations, competitive positioning guides, and customer-facing collateral. Train sales teams on positioning, customer value propositions, market trends, and objection handling. Partner with Sales Operations and Sales leadership to measure enablement effectiveness.
• Market Intelligence & Competitive Strategy: Lead market research initiatives to understand customer needs, buying behaviors, industry trends, and emerging opportunities. Establish and maintain a robust competitive intelligence program tracking ISV landscape shifts, competitor positioning, and federal contract dynamics. Lead win/loss analysis and provide actionable insights and recommendations to executive leadership.
• Customer & Analyst Engagement: Serve as a market-facing spokesperson for Merlin’s ISV and validated solutions during events and webinars. Support analyst relations, customer advisory boards, industry events, and executive briefings. Gather customer insights to inform messaging, content strategy, and product innovation. Partner with Sales and our ISV partners to develop customer advocacy and reference programs.
• Team Leadership: Build, mentor, and develop a high-performing product marketing team. Manage one direct report at the manager level across a growing PMM function. Establish clear goals, performance expectations, and professional development plans. Foster a culture of accountability, innovation, collaboration, and customer focus. Manage departmental budgets, resources, and agency relationships as needed.

Qualifications

• Bachelor's degree in Marketing, Business, Communications, Engineering, or related field.
• 10-12+ years of progressive B2B cybersecurity marketing experience, including 7-10+ years in Product Marketing or Solutions Marketing leadership roles.
• Demonstrated success leading product launches and go-to-market initiatives for complex technology solutions.
• Experience partnering closely with Product Management, Sales, Solution Engineering, and Executive Leadership teams.
• Proven track record of developing messaging, positioning, and sales enablement programs that drive measurable business results.
• Experience managing and developing high-performing teams.

Preferred

• MBA or advanced degree preferred.
• Experience marketing to federal government buyers, understanding of federal procurement cycles and contract vehicles preferred.
• Experience in SaaS, enterprise software, cybersecurity, AI, cloud, data analytics, healthcare technology, or related technology markets.
• Experience supporting global or multi-region go-to-market strategies.
• Familiarity with analyst relations and industry influencer engagement.

Success Attributes

• Commitment to personal and professional integrity and respect for others.
• Roll-up-your-sleeves attitude and low-ego approach.
• Commitment to teamwork and professional relationship development.
• Passion for lifelong learning, growth, and development.
• Flexible and nimble; comfortable with ambiguity and rapid change.
• Strong communication and functional project management skills.
• Desire to innovate, try new things, and creatively explore novel solutions to business challenges.
• Professional and respectful approach to the diversity of thought, action, identity, and attributes.

Benefits & Perks

• Empower and inspire employees to be and do their best.
• Dynamic, collegial, and fun workdays.
• On-site gym and wellness package including medical, dental, and vision insurance.
• Options for FSA and EAP.
• 401(k) with employer match.
• Unlimited PTO.
• A culture respectful of the reality that not everything in one’s personal life is guaranteed to happen only after hours.